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Selling Skills Institute“Inspiring Sales Greatness”

339-927-2746

Break through self-imposed limitations Reprogram negative thoughts Practice possibility thinking Transform the voice within Examine your beliefs Beat rejection

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If you want to make changes in your results, you must not just change your actions, you must first change your thinking.

Rapport Ground rules Decision maker

Approval process Buying motive Change motive

Money tolerance Proof step Close step

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Rapport, Credibility and Trust1

Ground Rules2

Decision-Maker3

Approval Process4

Buying Motive5

Change Motive6

Money Tolerance7

Proof Step8

Close / Next Step9

A customer-oriented sales approach that uses truthful strategies to uncover additional opportunities from existing customers.

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“Price is what you pay. Value is what you

get in return.” Warren Buffett, Businessman

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The customer Value is unique to each customer People buy what they think a product or

service will do for them (Advantages) We all tune in to “WIF-FM” for our motivation

to buy

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How Do You Define Value?

“The customer’s answer to the questions: WHY IS THIS WORTH IT?

HOW WILL I BENEFIT?

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Value is Created by Resolving Business Issues.

What customers need to grow their businesses.What customers need to address, resolve and achieve business objectives.Difficulties that prevent them from being able to satisfactorily deal with or resolve business issues.

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What does a customer give up when they decide NOT to buy

from you?

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What is a Value Proposition?

Describes how you create value for others. Without a compelling value proposition, you are ordinary and disposable – a commodity in the eyes of the customer. With a value proposition, you are unique and indispensible.

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The Ideal Value Proposition

Appeals to the customers strongest buying motives. It is an irresistible offer- an invitation so compelling and attractive that the customer would have to be out of his or her mind to refuse the offer.

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Three C’s of a Value Proposition

Clear Concise Compelling

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Consequence on your performance without a compelling value proposition…a maze leading to the world of communization.

What is a Value Proposition Statement?

Reasons why customers should buy from you How your value exceeds that of your competition Why your offering is worthy of the price they

must pay

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Confirm the Compelling Reason to Buy YES NO

Does the customer have a compelling reason to buy?

Do you know what it is?Do you know what differentiates DP from its competition?Do you know who the key decision maker is?Do you have access to the key decision makers?Do you understand how the decision will be made?

Do you understand why the customer would change their current relationship and do business with DP?Are there potential consequences to your customer if they decide to remain status quo?

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People Make Emotional Buying Decisions for Logical Reasons.

Buying Motivation

There are two levers that motivate buying decisions:People buy to move toward pleasure or gain –

Something that makes them feel better.

People buy to move away from pain – Something that causes emotional stress, discomfort or anxiety.

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Buying decisions are seldom logical, predictable or even conscious. People are emotional buyers and just about every buying decision is flushed through an emotional thought funnel. People buy emotionally with minimal logical justification.

"We will do more to avoid pain than to gain pleasure.” - Sigmund Freud

Influence

Having a vision of an outcome and then, without using force, argument, or coercion, motivating people to make the vision a reality.” Influence grows out of well nurtured relationships

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Persuasion

To undertake a course of action or embrace a point of view by means of argument, reasoning, or collaboration.

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Manipulation

Shrewd or devious actions, especially for one’s own advantage. Manipulating does not work in the long run because there can be no ongoing trust or relationship with the manipulator.

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What is the single difference between influence, persuasion and manipulation?

Intention is the only clearly definable element that separates manipulation from influence and persuasion.Persuasion and influence simply don’t work long term when it is focused on serving only you. You MUST have the best interests of those you will persuade and influence in mind.

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How to Successfully Influence and Persuade Others

Get the other person’s perspective. Ask for input and feedback.Acknowledge their perspective. You may not agree or share their beliefs or concerns, but you can acknowledge that you understand how they feel.Speak to their interests. Once you know more about their issues and concerns, you can help them self-discover a different perspective.Stating. Make a direct statement of need or opinion. Be confident, certain and positive.Logical persuading. Use logic or evidence to explain or justify a position and rely on knowledge or expertise to present factual reasons to support your position.Appeal to values and emotions. Inspire cooperation by making an appeal to a person’s values and emotions.Exchanging. Give someone something of value to influence an individual in return for what you want.Alliance building. Get a group together to accomplish a common goal that could not be completed by a single person.

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How to Successfully Influence and Persuade OthersReciprocation – People are more willing to comply with request for favors, services, information, and concessions from those who have provided such things firstSocial validation - We determine what is right or wrong by finding out what other people think is right or wrong. The idea is that if everyone is doing something it is probably the correct thing to doScarcity – People find objects and opportunities more attractive to the degree that they are scarce, rare, or dwindling in availabilityAppealing to values - Inspire cooperation by making an appeal to a person’s values and emotions. Show enthusiasm, commitment, dedication and passion. Be motivational or inspirational and speak in terms of achievement, quality or other desired valuesLiking and Friendship – People prefer to say YES to those they know and like. Develop a comfortable relationship with the people you wish to influence and persuade. Make sure that they feel at ease with you and open to talk to you about issues that are of concern to them. Be a good listener and show that you appreciate their friendships.

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Cost Price ValueThe cost of your product or service is the amount you invest to produce it.

The price is the financial reward for providing the product or service.

The value is what your client believes the product or service is worth to them.

Knowing the Difference Between Value and Price Can Help You Increase Profits.

To maximize your profitability, find out: What advantages/benefits your clients gain from using your products and services. The criteria your clients use for making buying decisions. What value your clients place on receiving the advantages/benefits they receive.

FEATURE: A fact or a characteristic of a product or service.ADVANTAGE: Something that makes your product/service better than that of your competitor’s product/service.BENEFIT: What the customer is looking for [needs/wants] or something that will help your customer in getting the job done, easier or better or faster.

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A value proposition defines the “Big Problem” that your company is in business to solve. And it states the business result that your product or service provides for

the potential client. Write down your value proposition:

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Selling Skills Institute’s Value PropositionThe Selling Skills Institute is a Massachusetts sales training company. Our training methodology is based on a proprietary model called Shift Thinking. Our proven process helps salespeople, break through self-limiting thinking patterns, book more qualified appointments and improve their close ratio by up to 20%.

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Selling Skills INSTITUTE The Leader In Transforming Sales Performance

The Selling Skills Institute has been delivering record-breaking sales results for its clients for 18 years.

If you’re interested in skyrocketing your sales in 2015, call today to learn about our sales training programs and individual coaching. You can reach the Selling Skills INSTITUTE at 339-927-2746 or visit our website at sellingskillsinstitute.com

Specializing in:Onsite corporate sales training and development,virtual training and individual coaching.

Call 339-927-2764